2. series introduction
Marketing as your parents knew it has changed for good. As a matter of fact,
the style of marketing that even you, yes you, once grew up with barely even
exists to that level it once did. The idea that all it took was some advertising
dollars to get your product promoted on TV, in print, or on the radio was often
seen as an effective strategy to get people interested in what you have to offer.
And most importantly pay for whatever it is that you are offering. However,
present day media is changing so fast that the print media outlets, who have
produced iconic newspapers and magazines for decades, have been shutting
down at a rapid pace. And with the growth of video providers like Hulu, Netflix
and the more recent HBO GO, TV advertisements are becoming as ineffective
just as quick.
One of the unexpected effects associated with the collapse of traditional media
was that now the gatekeepers of TV and print media no longer controlled the
best way to communicate products to people. Therefore, breaking down the
biggest barrier associated with delivering an effective traditional marketing
campaign, money. Making it possible for brands like Dollar Shave Club to kick
start its marketing strategy with a single video, filmed in their own warehouse,
that led to 16 million views and 12,000 repeat customers in 48 hours. What
Dollar Shave Club proved was that if planned carefully, a small team, or a single
person can do the job of an entire marketing department. Putting the power
back in the hands of the everyday person. Marketing is no longer left to those
with deep pockets, and has been opened up to people with little to no budget
at all. Now you are probably asking, how can I effectively develop and deliver a
marketing strategy with little to no budget at all? The answer to that question,
is exactly what this curriculum will show you how to do.
Through this Toolkit series on Marketing, you will be provided with insight
from industry professionals, step by step guides that match the tools you have
as well as your skill level, and links to further your learning online. With the
goal in mind that you don’t need to be an expert in the field, to do the job well.
The following Toolkit series on Marketing will cover:
Business Basics & Writing
Photography & Videography
Social Media
Press Kits
Pitches
3. In this section, we cover the
basics of your business or
project. One constant you
will find in this section is
the idea of finding a problem
and providing a solution for
it. This is the foundation to
your business. We will also
look at your brand and
workflow and begin to piece
together important parts
of your business. With the
pieces determined, we look
at how to effectively write
a company description and
business plan.
4. Find a Problem. Solve it.
Think of a time when you were compelled to buy or subscribe
to a product or service. What did they say? How did they say it?
What made you want to buy into it? Were there specific words
they used? Most importantly, did this product or service provide
a solution to a problem, even if you didn’t know you had the
problem in the first place?
Almost always this is the question that you need to answer before
tackling a new project. In identifying this, you provide yourself
with the foundation to build your project on. This is because you
identify your customer, client, or stakeholders expectations in
your product on a personal level. These expectations allow us to
understand how our solution helps. More importantly, it gives
us the information necessary to exceed their expectations by
building the best solution we can.
In this initial stage of starting a project or business, we often
focus on operational questions like, how much is staffing or
equipment going to cost. Instead, we should identify the problem
and solution first as this provides a frame of reference to point
back to. It allows us to ask the right questions and make necessary
adjustments in the process before acting.
Selling is about solving the problems, whether those are problems
that someone is currently facing, or problems that they will face
as the marketplace evolves and their needs change. If you can’t
put your finger on your customer, client, or manager’s problem,
you won’t be able to let them know you can solve it. Worse,
you will waste time and lose credibility. You must describe the
problem clearly, and do it from the customer’s point of view. The
problem should be one the customer sees value in solving. The
solution should be one that you can deliver that surpasses their
expectations.
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5. FEATURES Vs. benefits
When selling your solution to the relevant party, you should
consider how you approach the sell. There are two techniques
that you can use in combination with each other to provide a
strong enough pitch. Feature selling and benefit selling.
Feature Selling: A feature is what your product, service or
community has or does. When you “sell a feature,” you describe
some element of your offering, in the hope that the customer will
be suitably impressed. Example: “Our tablets now have 256GB of
storage!”
Benefit Selling: The benefit is why the feature is important to the
person you are communicating with. When you “sell a benefit,” you
are still essentially describing a product feature–but you tie it to
some way that it improves the customer’s perspective. Example:
“Our food is produced locally as we support local business and
sustainable agriculture.”
It is here that we can focus on Simon
Sinek’s Golden Circle. Sinek, popular for
developing this model in both selling and
leadership explains that we must start with
why someone might buy into a product or
idea and then move outwards into how,
instead of what. This reduces the emphasis
on hard features and emphasizes the
personal significance tied to the product or
project. He uses the example of Microsoft
and Apple, as Microsoft markets their PCs
highlighting the specifications while Apple
shows why their products are important in
everyday lives and then later explains how
it is all possible.
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6. FEATURES Vs. benefits examples
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What (Features) Why (Benefits)
In dash GPS You never have to ask for
directions again
All wheel drive You are less likely to get stuck
in the snow
Gets more miles per gallon You save money on gas
Waterproof boots Your feet stay dry and warm
Personalized home fitness
trainer
You have better health without
leaving your home
Describe range on speakers You can enjoy a sound quality
found at a Music Hall
Balanced temperature You will be more comfortable
Batteries included You can use it the moment you
take it out of the box
24 hour support You can contact us at anytime
you want
7. THE project description
After establishing the problem, how you are going to solve it, and
determining your approach to selling that solution - you can begin
to develop your brand. Your brand is what will tie everything
together. A brand is a type of product or service produced by a
particular company under a particular name. A brand vision is
the guide that provides insight into the industry your business
in. Example: Apple’s brand vision to bring the best in design to the
computer and mobile industries. A brand also has a voice, which
is how it speaks to its audience. Social media has allowed for
brands to really expand on this and develop whole personalities.
Taco Bell for example has a twitter account where they speak to
their audience in a creative and personal way.
A great starting point to begin developing the brand, voice,
and vision is within a project description. In stripping down
your project to a paragraph of text that accurately describes
everything, you provide yourself with an elevator pitch (more on
that in a later section), as well as the primary identifiers you need
to establish a voice and vision. Some tips for the brainstorming
process before writing a description include keeping it...
Brief. Keep the description to 3-7 lines of text.
Original. Craft a message different from your competitors.
Real. Be honest, people can tell when you are, and will respect it.
Simple. Refrain from being wordy for the sake of being wordy.
You. Remember, this project or business is you at the end of the
day. Let it reflect that, that is what will help you be unique.
With the above in mind, answer the following questions and
stitch it together for an effective description of your project.
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8. THE project description
Who are you? This should be the introduction to your project
or business. Keep it concise as this should cover who you are, as
well as what your basic function is. Example: “We’re (Business/
Product) and we (service/product) for (target group)”.
Who is your audience? You need to ask yourself what you
want your description to accomplish. Is it to get investors? If so,
you’ll want to emphasize your financial track record and profit
potential. On the other hand, if the purpose of your description
is to introduce yourself as a keynote speaker at an industry
conference, you may choose to put more emphasis on your status
as an expert in your field. The key here is to identify who your
direct audience is and speak to them. If your audience does not
understand what you are trying to communicate, then your
audience won’t understand what you have to offer.
Why should they care? For best results, waste no time
establishing your credibility. Quite often, people will only read
the first one or two sentences so you want to make a strong
impression right away. Your second sentence can establish your
credibility as someone worth listening to as you can explain why
they should care that you addressing the problem and providing
a solution.
How have you helped? Use numbers and provide data to validate
your successes. Do you have any hard numbers or percentages
since you’ve taken on this project or business? If not, do you have
any tangible media that shows your solution in practice or a
testimonial from someone who your audience will respect? These
are things you should consider when answering this question.
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9. THE project description
Where can your audience go? If you are writing an online
description, include links to your company’s website, relevant
publications you have authored, and any social media profile you
have set up for business purposes. You want to ensure that you
are directing them to something you feel comfortable seeing, so
ensure that no matter where you send your audience, that the
content is updated and audience friendly.
If you put the same energy and creativity into writing your
project description as you do into developing your ideas, you will
certainly come up with a solid result.
One final tip: Always ask the best writer you know to edit your
final description. This final stage of editing should produce an
effective final description that covers your project or business.
With this completed, you should be able to answer the following
question for your project or business: Who are you?
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10. Establishing A Workflow
With a lot of the top level questions answered, we can begin to
look at the how. How is this going to operate? How are we going to
get the funds necessary? How can we work at the optimal amount
of time to maximize our results? To answer these questions and
more, we have to look at our workflow. Workflow is the series
of activities necessary to take a plan from its initial phase to its
complete phase. If we can detail every step in this process, we can
begin to figure out what we will need to complete the operation.
We recommend taking a page out to plot every step between the
start of the project to the very end. With all the steps listed out, you
should note how many people, how much time, what equipment,
and what costs you will incur to complete that step. From there,
investigate thoroughly to see how you can minimize costs and
optimize results. There are multiple tools and resources out there
to help carry out very specific functions so it is important that you
investigate thoroughly. It is in this process that you will be able
to answer the tough questions people may ask about your project
or business. It should be noted that a workflow is constantly
evolving due to advancements of technology or policies and as
a result, your workflow will more than likely evolve with your
business.
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11. the business plan
A business plan is a document that covers business goals,
reasons that they are attainable, and the plan for reaching those
goals. It may also contain background information about the
organization attempting to reach these goals. If you’ve been
developing your project concurrently to this text, you should
have the right set of considerations in mind (ex. problem, selling
points, brand, workflow) to complete it with detail. The sections
to this document include:
Executive Summary: A snapshot of your business plan as a whole
and touches on your company and its goals. The reader should get
all the main ideas of your business plan from this section and it
should only be one page.
Company Description: A summary of who your company is and
what it has set out to do. Your business or project description from
an earlier section can be used as the basis for this more elaborate
section.
Market Analysis: A detailed analysis on the market your product
or project is in. It should cover competitors and include a SWOT
analysis.
Organization & Management: Every business has a different
structure. Use this section to describe yours and include elements
you’ve established in making your workflow.
Service or Product Line: Describe what you sell or are pitching
in this section. It should cover every detail thoroughly including
costs, benefits, and features.
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12. the business plan
Marketing: An outline for your marketing plan including all
channels and steps you intend on using to raise awareness for
your service or product. How you plan on converting this to sales
or other commitments should be touched on here.
Financial Projections: A snapshot of your financial projections
for the next two fiscal years (or at least a year and the following
two quarters). If your project doesn’t have a sales component, it
would be beneficial to replace this section with dates for certain
outcomes of the project.
Funding Request: If you intend to use this document to fund
your project or business, this section should clearly outline what
you are requesting, and why they should accept your request.
Appendix: If you have any marketing material ready for your
business plan, or any other relevant supporting documents -
include it here.
Once you’ve completed your business plan, keep in mind that it
is expected that you update it with any adjustments you plan
to make. Like your workflow, your business plan is an evolving
document that grows with your project or business.
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13. section checklist
additional resources
+ Simon Sinek: The Golden Circle
+ Susan Gregg Kogar: Being A Rookie is an Asset
+ SBA: Create Your Business Plan
+ Business Plans: A Step-by-Step Guide
+ Fundamentals for your Brand
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Identify Problem and Provide Solution
Create a Features/Benefits list
Create a Project Description
Establish A Workflow
Create a Business Plan
14. At this stage you should have
the information and insight
necessary to have put together
a business plan with a clear
goal and voice. This will be the
central document that both
you and any other stakeholder
can look to that describes your
project or business in full. In
the next section we will cover
the preparation of brand assets
through photography, video,
and design. These materials
will be used on your project or
businesses physical and digital
materials including social
media, and press kits.
15. our sources
+ Branded Conference 2014
+ Brand Channel
+ Business Insider
+ Forbes
+ HootSuite
+ Internet Live Stats
+ Investopedia
+ Pink City
+ Splash Effect
+ Search Engine Land
+ TastyTuts
+ US Small Businesses
This toolkit was created in partnership with Branded,
and their Youth Marketing Conference. To find out more
about Branded, visit their website at brandedto.com
avnu partners
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